Director of Business Development

Gallatin•Austin, TX

1d•Hybrid

About The Position

Gallatin is seeking a Director of Business Development to join their Growth Team. This role is crucial for driving revenue growth and expanding Gallatin's reach beyond initial Army and Air Force successes into the broader Joint Logistics Enterprise, other federal agencies, state-level programs, commercial B2B logistics, and eventually international defense partners. Reporting to the Head of Growth, the Director will manage the entire business development and capture process, translating Gallatin's predictive sustainment capabilities into funded programs and commercial wins. The ideal candidate is a mission-focused tech sales leader with a proven history of scaling public-sector AI or defense tech revenue, comfortable with ambiguity, skilled in navigating complex acquisitions, and adept at closing significant deals. This role involves shaping go-to-market strategies, identifying and closing major opportunities, and expanding the company's presence into new markets, all in close collaboration with the senior capture manager and the growth team.

Requirements

Active Top Secret clearance (SCI preferred) or clear eligibility and willingness to obtain
8–12+ years of progressive business development and sales leadership in federal technology or AI platforms, with a proven track record closing and scaling complex deals in the national security sector (public sector AI, defense tech, or enterprise software)
Demonstrated success leading public sector sales teams to 200%+ YoY growth, winning multi-million-dollar contracts, and driving program adoption across DoD and civilian federal agencies (experience with DHS, FEMA, Intel Community, or commercial dual-use a strong plus)
Deep understanding of defense and federal acquisition (SBIR, OTA, FAR/DFARS, PPBE), DoW logistics priorities (DLA, contested logistics, predictive sustainment), broader federal AI/ML procurement trends, and commercial B2B sales motion
Exceptional stakeholder management at the O-6/GS-15/SES level; strong capture and proposal leadership; ability to translate complex AI capabilities into mission and business outcomes for logisticians, commanders, and commercial operators
Battle-tested operator who has scaled sales organizations in fast-moving defense tech or federal AI environments (startup or growth-stage preferred); cross-functional collaborator who thrives in matrixed, high-stakes settings
Based in or willing to relocate to the National Capital Region or Austin, TX; able to travel extensively to customer sites, industry events, and military/commercial installations

Nice To Haves

Direct experience selling AI/ML decision-support or predictive analytics platforms to DoD logistics/sustainment communities (DLA, Army Futures Command, Service S4/G4) or civilian federal agencies with logistics/emergency response missions (DHS/FEMA)
Military background (active duty, reserves, or veteran) or prior roles at innovative defense tech companies
Proven success in dual-use commercial logistics or supply-chain sales that can accelerate B2B growth
Familiarity with rapid-acquisition pathways and orgs (DIU, OSW R&E, Army FUZE, Air Force DTO, Tradewinds, etc.) and commercial technology adoption trends in federal procurement
Gallup-style strengths in Competition, Command, Ideation, or Arranger (or equivalent drive to win and orchestrate complex deals)

Responsibilities

Own the full business development and sales lifecycle for multi-million to nine-figure opportunities with DoW customers (Army, DLA, Joint Staff, Air Force, USMC, Combatant Commands) while rapidly expanding into other federal agencies (DHS, FEMA for HADR/logistics optimization, DOS, Intel Community, DOI), state-level programs, and B2B commercial logistics partners.
Build and execute a high-velocity pipeline targeting contested logistics priorities (predictive demand forecasting, resupply optimization, supply chain resilience) and dual-use applications (disaster response, global supply chain, critical infrastructure), leveraging vehicles like SBIR/STTR, OTAs, Tradewinds, FAR/DFARS, and commercial pathways.
Deliver aggressive revenue targets by converting early Army/Air Force footholds into broader Joint, interagency, commercial, and (longer-term) allied international adoption.
Identify and secure key opportunities with primes, systems integrators, commercial logistics leaders, and technology collaborators (AI/ML, sensing, autonomy providers) to accelerate market access, co-selling, and solution delivery.
Cultivate and maintain senior-level relationships across OSW, DLA, Service logistics commands, other federal agencies, and commercial stakeholders to shape requirements and secure long-term program funding and commercial contracts.
Recruit, mentor, and lead a high-performing BD/sales team (account executives, solutions consultants) while partnering closely with our existing senior capture manager to drive scalable processes for pipeline management, proposal execution, and win-rate optimization.
Partner cross-functionally with product, engineering, and customer success to ensure seamless delivery and rapid iteration based on warfighter, agency, and commercial customer feedback.
Provide executive-level reporting on pipeline health, competitive intelligence, and strategic risks to inform company roadmaps and growth strategy.